First Day of Class Sales Dialogue

We will now work on the FAB/presentation sales technique.

J: Welcome to Syworld, how may I help you

E: Yes, I want to buy a new mp3 player.

J: What brand are you looking at?

E: Maybe iRiver, iPod, or the new Samsung model.

J: Is this for yourself or somebody else.

E: It’s for me.

J: What’s important to you?

E: Well, style and size.

J: What about its capacity?

E: It’s important but not as important as style and size.

J: Well, let me show you 2 models, the ipod nano and the iriver.

E: Hmmmm...they’re both nice.

J: Well, the iriver is like a necklace so it’s very convenient to carry, Is this something that’s important to you.

E: Most defnitely. What about the ipod nano?

J: it’s smaller than a credit card. It’s this something you would like also?

E: I really like it, but how would I carry it.

J: We have an accessory you can buy, a case where you can latch it onto your belt or handbag handle.

E: OK, what’s the capacity?

J: The ipod nano has 2GB or 4GB, and the iriver is either 512MB or 1 GB. Which design is more convenient for you?

E: I like the iriver design because I don’t need additional accessories and I can hang it around my neck.

J: Would you like the 512MB model or the 1GB model? (similar to trial close, the salesperson is assuming a sale).

E: I would like the 1GB model. Do you have red?

J: If we have red, can I ring you up

E: Yes.

J: Let me check our inventory.

E: OK

J: Good news, I found red, it’s the last one in stock, we have to ring it up. (create an intense urgency for purchase, he stated that it’s the last red one in stock)

E: Well I don’t know.

J: You said it was convenient to carry, didn’t you?

E: Yes, but...

J: You also said that you liked the necklace style design, didn’t you?

E: Yes, but…

J: You also like the value the iriver has to offer because you don’t have to buy additional accessories, right?

E: Yes.

J: Well, let’s ring it up.

E: I still don’t know.

J: Do you like the red?

E: Yes.

J: Don’t you want the latest and trendiest product?

E: Yes, but..

J: Red is also a color that’s not common. Most people buy black, don’t you want to be unique?

E: Yes.

J: Let’s ring it up.

E: OK.

As you can see, we used the features and let the customers say good thing about it. When she objected, he made her answer yes followed up by a trial close.

방금 들으신 FAB와 sales technique에 대한 대화에서는, 제품이 가진 기능을 이용해서 고객이 제품이 좋다는 점을 인정하게 합니다. 또, 뒤따라 오는 Trial close로 yes라는 대답을 유도해 냈습니다.